Director, Automotive Licensing

• Identify and qualify new prospects while cementing and expanding relationships with current customers and key industry leaders
• Focus on vehicle VIN decoding, valuations, market-level retail data, EV data, and other Black Book data, products, and services
• Establish and maintain relationships with industry influencers and key strategic partners
• Introduce, educate, and promote Black Book products, data, and capabilities to automotive-industry segments and stakeholders
• Perform needs analysis for existing accounts and potential new clients to identify opportunities and match solutions to customer needs
• Assist in achieving annual revenue goals through development of new and existing accounts
• Collaborate with Black Book analytics teams and business stakeholders on custom analytical solutions
• Conduct market and competitor analysis and report findings
• Work with sales leadership to develop and implement sales initiatives and provide input on sales strategies and future planning
• Build and maintain an annual sales plan supporting organizational strategy and revenue goals
• Manage the sales pipeline using , including vetting opportunities, forecasting accuracy, and probability to close

• 15+ years or greater experience in a sales role within the automotive/automotive finance industry, preferably with a strong automotive data and analytics background
• Deep understanding of how automotive data is utilized within the automotive space, especially by organizations powering different verticals
• Extensive, well-established network within the industry
• Experience with software sales, database licensing and/or related technology sales
• Demonstrated track record of meeting/exceeding sales and financial objectives in individual and team settings
• Commission and/or variable-based compensation experience
• Highly developed collaborative sales and relationship management skills
• Exceptional critical and analytical thinking skills
• High degree of comfort with technology, data, and analytics
• Up to date on current sales and marketing trends, including social media, whitepapers, and blogs
• Assertive and motivated
• Strong verbal and written communication skills
• Excellent presentation and demonstration skills
• Excellent interpersonal communication skills
• Bachelor’s degree in business or related field
• Ability to travel, potentially 2–3 nights per week when needed

Demonstrates extensive experience in automotive sales and analytics, with a strong ability to build relationships and drive revenue growth through strategic partnerships and data-driven solutions. Proficient in utilizing technology and analytics to meet customer needs and achieve sales objectives.

• Automotive Data Utilization
• Management
• Relationship Management
• Market Analysis
• Software Sales Experience

• Sales Strategy Development
• Needs Analysis
• Revenue Goal Achievement
• Data Analytics
• Market-Level Retail Data
• EV Data
• Sales Pipeline Management
• Forecasting Accuracy
• Commission-Based Compensation
• Automotive Finance Knowledge

• Collaborative Sales Skills
• Critical Thinking
• Verbal Communication
• Written Communication
• Presentation Skills

• Automotive Industry
• Automotive Finance
• Data and Analytics
• Sales Initiatives
• Strategic Partnerships

• Analytical Solutions
• Market Research Tools
• Social Media Platforms
• Database Licensing